... Intel as a time in the life of a
business when its fundamentals are about to change.” Banks had
to make changes with the advent of automated teller machines
(ATMs), and major airlines have to make ... manufacturer. Caterpillar’s brand personality
triggers such associations as hardworking, resilient, tough, bold,
and determined. So Caterpillar has been able to launch Cat jeans,
sandals, sunglasses, watches, ... marketing. A company
can always outsource its manufacturing. What makes a company
ing the problem more carefully. Peter Drucker says that his
greatest strength as a consultant is to be ignorant and ask...
... think that brands are well man-
aged. Here is his plaint: “Brands do not have to die. They can be
murdered. And the marketing Draculas are draining the very
lifeblood away from brands. Brands are ... votes.
Great brands are the only route to sustained, above-average
profitability. And great brands present emotional benefits, not
just rational benefits. Too many brand managers focus on rational
incentives ... the
bathroom is large.
How are brands built? It’s a mistake to think that advertising
builds the brand. Advertising only calls attention to the brand; it
might even create brand interest and brand...
... persuasively as can a friend, acquaintance, past customer, or inde-
pendent expert. Suppose you are planning to buy a PDA (personal
digital assistant) and you have seen all the ads for Palm, HP, and
Sony. ... into mini-markets and your company
now has the capability of marketing to one customer at a
time.
• From owning assets to owning brands. Many companies are be-
ginning to prefer owning brands to ... Deschamps and P. Ranganath Nayak, Product
Juggernauts: How Companies Mobilize to Generate a Stream of
Market Winners (Boston: Harvard Business School Press, 1995).
38. See Gary Hamel, Leading...
... stay relevant and
few are sustainable. Advantages are temporary. Increasingly, a com-
pany wins not with a single advantage but by layering one advantage
on top of another over time. The Japanese ... that a company wins by build-
ing a relevant and sustainable competitive advantage.
17
Having a
competitive advantage is like having a gun in a knife fight.
This is true, but today most advantages ... brand personality
triggers such associations as hardworking, resilient, tough, bold,
and determined. So Caterpillar has been able to launch Cat jeans,
sandals, sunglasses, watches, and toys, all...
... this year but in your share of
the customer’s mind and heart. Companies that make steady gains in
mind share and heart share will inevitably make gains in market share
and profitability.
Marketing ... will.
Companies must view the customer as a financial asset that
needs to be managed and maximized like any other asset. Tom Peters
sees customers as an “appreciating asset.” They are the company’s
most ... in the past
was based on style. It certainly wasn’t based on dependability,
46
Marketing Insights fromA to Z
since most Jaguars had to be repaired frequently. An acquaintance
of mine always owned...
... rarely
fully penetrated. All markets consist of segments and niches. American
Express recognized this and created the Corporate Card, the Gold
Card, and the Platinum Card. To grow, a company can make four
segment ... Strategies
71
mage and
Emotional Marketing
76
Companies are increasingly turning to image and emotional market-
ing to win customer mind share and heart share. Although this has
gone on from the beginning ... company cre-
ates a growing band of angry people bent on discrediting the com-
pany to whoever will listen.
Guarantees
75
(EVA), market capitalization, and cost of capital must be as familiar
to...
... analysis
management are being • Sales-to-expense
achieved ratios
• Financial
analysis
• Market-based
scorecard
analysis
78
Marketing Insights fromA to Z
nnovation
83
Firms face a dilemma. ... between having superior profits and aver-
age profits. Where is partners value? Loyal suppliers and distributors
can make a company, and disloyal ones can break a company. Where is
knowledge and intellectual ... intellectual capital value? Patents, copyrights, trade-
marks, and licenses can be one of the company’s major assets.
No wonder there is often a huge gap between a company’s mar-
ket capitalization and...
... in a company has a different agenda. The advertising
manager sees the company’s salvation as being in more advertising;
the sales manager wants more salespeople; the sales promotion
manager wants ... people. The marketers talk sales, market share,
and margin, while the IT people talk COBOL, Java, Linus,
and tetrabytes. The big mistake is when marketing asks IT to
develop a database marketing ... than to their
old customers. Thus a telecom company may offer brand-new hand-
sets anda reduced-price call plan to attract new customers while old
customers are stuck with outdated handsets and...
... the graphical user interface, and
the laser printer and yet it was Netscape, Apple, and Hewlett-
Packard that made the money.
If it takes more than three years to develop a new product, it
may not ... than any
paid-for ads.
erformance
Measurement
133
Marketers have traditionally focused on a company’s sales, market share,
and margin to set its objectives and judge its performance. But gains ... rather
Ingvard Kamprad, who founded IKEA, added another consid-
eration: A new idea without an affordable price tag is never ac-
ceptable.” Space Adventures offers to send you into space as an
astronaut....
... economies in particular,
companies need to concentrate their investments in a smaller group of
power brands that command a price premium, high loyalty, and a
leading market share, and are stretchable ... that
low-paid salespeople are expensive, and high-paid salespeople are
manufacturer’s heels a nuisance, yes, but only a minor irri-
tant; you fed it and it went away. Today it’s a pit bull and ... Private brands make more money for retailers than national
brands. At one time, store brands were considered inferior to na-
tional brands. Then along came President’s Choice introduced by
Canada’s...
... with a
cause that many people believe in, the company can enhance its cor-
porate reputation, raise brand awareness, increase customer loyalty,
build sales, and increase favorable press coverage.
55
Companies ... previ-
ous brand. But many sales promotions only attract brand switchers
looking for a lower price, who naturally abandon the brand when an-
other brand goes on sale. Sales promotions are less likely ... together, has races, and
shares the Harley Davidson lifestyle with its HD leather jack-
ets and clothing, watches, pens, watches, and restaurants.
Companies have a unique strategy when (1) they have...
... interop.
While the data can be loaded into aDataSet in this way, there is no way to reconcile the
changes made to the data in the DataSet with the data source underlying the ADO object.
This ... DataTable dt = new DataTable("Orders");
(new OleDbDataAdapter( )).Fill(dt, rs);
conn.Close( );
// Bind the default view of the dt to the grid.
dataGrid.DataSource = dt.DefaultView; ... object.
This must be explicitly handled.
There is no FillSchema( ) method which allows the schema of an ADO Recordset to be
retrieved into a DataSet.
[ Team LiB ]
...
... and JavaServer Pages.
Chapter 4, XMLand XSLT: Xerces and Xalan,” introduces Xerces, a DOM and a
SAX parser, and Xalan, an XSLT and XPATH processor.
Chapter 5,“BonForum Chat Application: Use and ... Introduction and Requirements
2 An Environment for Java Software
Development
3 Java Servlets and JavaServer Pages:
Jakarta Tomcat
4 XMLand XSLT: Xerces and Xalan
5 bonForum Chat Application: Use
and ... “.;c:\jakarta-tomcat\lib\servlet.jar;”
➥
de/tarent/forum/OutputChatMessagesTag.java -d /classes
javac -classpath “.;c:\jakarta-tomcat\lib\servlet.jar;”
➥
de/tarent/forum/OutputDebugInfoTag.java -d /classes
javac -classpath “.;c:\jakarta-tomcat\lib\servlet.jar;”
➥
de/tarent/forum/NoCacheHeaderTag.java...
... c:\jakarta-tomcat\classes;c:\jakarta-
tomcat\lib\ant.jar;c:\jakarta-tomcat\lib\jaxp.jar;c:\jakarta-
➥
tomcat\lib\servlet.jar;c:\jakarta-tomcat\lib\parser.jar;c:\jakarta-tomcat\lib\we
➥
bserver.jar;c:\jakarta-tomcat\lib\jasper.jar;c:\jakarta-
➥
tomcat\lib\xalanservlet.jar;c:\jakarta-tomcat\lib\xerces.jar;c:\jakarta-
➥
tomcat\lib\xalanj1compat.jar;c:\jakarta-tomcat\lib\aaxalan.jar;c:\jdk1.3\lib\too
➥
ls.jar
2001-05-23 ... c:\jakarta-tomcat\classes;c:\jakarta-
tomcat\lib\ant.jar;c:\jakarta-tomcat\lib\jaxp.jar;c:\jakarta-
➥
tomcat\lib\servlet.jar;c:\jakarta-tomcat\lib\parser.jar;c:\jakarta-tomcat\lib\we
➥
bserver.jar;c:\jakarta-tomcat\lib\jasper.jar;c:\jakarta-
➥
tomcat\lib\xalanservlet.jar;c:\jakarta-tomcat\lib\xerces.jar;c:\jakarta-
➥
tomcat\lib\xalanj1compat.jar;c:\jakarta-tomcat\lib\aaxalan.jar;c:\jdk1.3\lib\too
➥
ls.jar
2001-05-23 ... this watermark.
54
Chapter 3 Java Servlets and JavaServer Pages: Jakarta Tomcat
Take a look at this API page, and you will see the top-level logical design of Java
servlets and JSPs.
3.7.2 Learning...